Course information | MMKT605: Sales Management | Saylor Academy

MMKT605: Sales Management

Learn the importance of the sales function for the survival and growth of the organization.

Skill Level: Beginner

COURSE INTRODUCTION

START HERE → Orientation

Course Syllabus

Unit 1: The Importance of the Sales Function

1.1: The Power of Selling

The Power of Selling

1.2: The Evolution of Selling

The Evolution of Sales

1.3: The Role Professional Salespeople Play

Selling and the Marketing Mix

1.4: Identify Different Types of Salespeople

Types of Salespeople

Types of Sales Positions

1.5: The Importance of Customer Relationships

Improve Your Customer Relationships

Relationship Building for Sales

Unit 1 Study Resources

Unit 1 Review Video

Unit 1 Review Slides

Study Guide: Unit 1

Unit 1 Assessment

Unit 1 Assessment

Unit 2: Prospecting and Qualifying

2.1: Prospecting and Qualifying Potential Customers

Sales Process and Prospecting

Prospecting Best Practices

2.2: Screen Potential Customers to Determine Current Needs

Resources for Prospecting

Segmenting, Targeting and Positioning

2.3: Identify Potential Customers

Business Directories and Databases

2.4: Determining Whether the Lead Is a Qualified Prospect

Generating More Qualified Leads

Unit 2 Study Resources

Unit 2 Review Video

Unit 2 Review Slides

Study Guide: Unit 2

Unit 2 Assessment

Unit 2 Assessment

Unit 3: The Pre-Approach

3.1: The Preapproach

Planning for a Sales Call

Learning about Your Prospects

3.2: Research Your Prospect

Solving Customer Challenges

3.3: Research the Company and the Industry

SMART Objectives

3.4: Pre-determine the Customer's Needs

Buying 101

Unit 3 Study Resources

Unit 3 Review Video

Unit 3 Review Slides

Study Guide: Unit 3

Unit 3 Assessment

Unit 3 Assessment

Unit 4: The Approach

4.1: Making a Good First Impression

Six Cs of Making a Good First Impression

4.2: Establishing Rapport

How to Start Off on the Right Foot

4.3: What Not to Do

What Not to Do on a Sales Call

Unit 4 Study Resources

Unit 4 Review Video

Unit 4 Review Slides

Study Guide: Unit 4

Unit 4 Assessment

Unit 4 Assessment

Unit 5: The Presentation and Demonstration

5.1: Asking Probing Questions to Determine Needs

SPIN Selling

5.2: What's in It for the Customer

Using Features versus Benefits in Sales

5.3: The Importance of Listening

Active Listening

The Power of Effective Communication

Effective Listening Skills for Managers

5.4: Leveraging Technology in Your Sales Presentation

Making Your Presentation Work

5.5: Product Demonstrations Engage the Customer